Leadership, Knowledge, Solutions...Worldwide DEFINE DESIGN OPPORTUNITY SOLUTIONS DELIVER WINNING RESULTS

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1 Leadership, Knowledge, Solutions...Worldwide DEFINE DESIGN OPPORTUNITY SOLUTIONS DELIVER WINNING RESULTS

2 Integrating Risk Management Value Focus Strong alignment and quantification of risk management's efforts with client s organizational strategic goals and key performance indictors (KPIs). Targeted Alignment of Resources Confidence that resources are appropriately engaged given cost/benefit analysis that clearly articulates a return on investment (ROI). Risk Management as Value Center Integrates risk management ideologies and processes across key operational groups within client s organization. How Do We Do It? Marsh 3D SM BUSINESS OBJECTIVES Build understanding Strategic Risk Plans DEFINE Opportunity Test Findings Design Options DESIGN Solutions Execute Plans Implementation Plans Review & Manage Performance Plans Client Focus DELIVER Results High-Impact Analytics Marsh Team Synergy KPIS Consistent Global Process Strategic Risk Plans Build understanding by defining and collaborating on your business strategies, risk management objectives, and KPIs. Implementation Plans Deliver analytics and solutions within 12-, 24-, and 36-month planning cycles. Performance Plans Tie results back to your KPIs to measure the value of risk management to your overall business. 1

3 Marsh 3D SM and the Dynamic Risk Framework What are your key business challenges and how are you addressing them? The roots of Marsh 3D SM can be found in our Dynamic Risk Framework, which, through your existing strategic risk management process, creates a bridge from risk management to your organization's financial performance. All processes and practices work together to reduce cost and better manage risk and capital. How are your business decisions made? operational model markets/ strategy How are you running your business? financial model How does your capital structure support your business strategy? Volatility What policies, tools, procedures, and training are in place to manage risk? risk governance how are you managing risk? risk investment How is investment in your risk portfolio optimized? Risk volatility strategy Client's KPIs How are your risk strategy, governance, and investments integrated? Defining Success and Key Performance Indicators (KPIs) Example Only Total cost of risk (TCOR) per (000s) sales revenue Sales and general administration (SGA) budget targets Product delivery effectively streamlined with no material interruption Brand recognition, protection, and customer service superiority Risk Management Goals Set Cost allocation model drives accountability and awareness of targets Insurance program optimization (IPO) to maximize efficiency and reduce the cost of transactions International insurance regulatory and compliance review Align insurance and self insurance programs with organization's risk bearing capacity (RBC) Contribution to Overall Impact on KPIs Mitigated measured risk no material variance in TCOR Insurance program design and effects (savings) on SGA and TCOR Measurement of supply chain risk resulted in organizational contract/supplier improvements New loss control initiatives deployed to support product delivery 2

4 DEFINE Build Understanding Defining Total Cost of Risk Historical TCOR Analysis $6M $5M $4M $3M $2M $1M Previous Year Previous Year Previous Year Previous Year Defining Your Risk Profile Analysis of Exposures and Variance Total Cost of Risk Total Cost of Risk as % of Sales Company Sales Revenue (000s) Total Premium Premium as % of Sales Current Cost Target Cost 0.70% 0.60% 0.50% 0.40% 0.30% 0.20% 0.10% What s the Value to You? Build understanding through thorough research of your business and focus on overall business KPIs. Involves an industry focus. Identify a set of risks that offer the greatest opportunity to improve. Form the basis of an action plan to test findings and design solutions around allocation of resources for the next 12 to 36 months. Bring together key stakeholders in your business to better understand your strategies in the following areas: Risk identification and assessment Pre-loss risk mitigation and control Risk tolerance and appetite Risk finance Post-loss cost containment F R E Q U E N C Y High Medium Construction/ Remodeling D&O/GPL/ Shareholder Value GL/Casualty Exposures Property Perils (noncatastrophic) RISK BEARING CAPACITY (RBC) Low Errors & Omissions Cost of Capital Tenant Default/ Loss of Rents Terrorism/ Security Contract/ Risk Allocation/ Transactional Risks Catastrophic Natural Disasters Low Medium Note: Observations and perspectives within risk maps will change over time. The above risk map is a generic representation and is not meant to reflect the actual situation for a given company. High SEVERITY 3

5 DESIGN Test Findings & Design Options Designing an Analysis Helping Clients Make Informed Decisions Stratification of values Probable maximum loss (PML) study Risk optimization Robust benchmarking What s the Value to You? Realize a clear return on investment through a cost/benefit analysis. Reduce volatility and expense with best-inclass program design. Make best use of capital and your allocation of resources. Example: Retained Losses Range of Outcomes Know your risk tolerance Understand how change affects your company Risk Pro le Past Risk Bearing Capacity - Current = $90M Risk Bearing Capacity - Past = $100M Respond to impact Optimize portfolio Probability Risk Pro le Current Factors: Change in Risk Profile M&A activity Change in assets/liabilities Change in revenue/expenses $20M $40M $60M $80M $100M $120M Impact Insurance Program Optimization Expiring Program Risk Transfer Efficiency (RTE) = 115% Financial and Professional 120% 150% Casualty 80% 110% 80% Property 105% 95% 100% Free Total Loss Retained Loss Distribution (Financial and Professional, Casualty, Property) Renewal Program RTE = 145% Financial and Professional 130% Casualty 60% 120% Property 120% Free Total Loss RBC Loss Retained Loss Distribution (Financial and Professional, Casualty, Property) 160% 90% 110% 110% Retention Primary Layer Excess Layer 1 Excess Layer 2 The percentages shown represent the value provided by the risk transfer. A higher RTE% is more desirable. RTE = Company Specific Value created by insurance (reduced expected loss + retained loss volatility reduction) / (Insurance Market Premium) RBC Loss 4

6 DELIVER Execute Plans & Review and Manage What s the Value to You? Transparency and accountability Clearer view of pricing of services and Marsh's scope of work. Metrics to measure success. Agreement on the allocation of Marsh and client resources. Proactive discussions Consistent strategy for every risk practice and consulting service, breaking down team silos. Quantification of your risk profile and mitigation efforts within your market submission makes a strong case to achieve your goals, enhance underwriter relationships, and build trust. Ongoing collaboration and service commitment Set goals with you on 12-, 24-, and 36-month time horizons, and monitor progress continuously. Engagement of safety, consulting, and insurance resources based on Define and Design output. Ability to Deliver Worldwide Solutions and Resources Marsh Team Resources and Differentiators Industry knowledge and experience to understand your risk profile and KPIs. Market Intelligence Group keeps you informed of carrier financial strength. Alternative risk solutions including captive management. Quantification, modeling and benchmarking from Marsh Business Analytics SM (MBA). MarshConnect global technology platform. Marsh's Private Equity and Mergers & Acquisitions (PEMA) Practice provides due diligence services. Risk consulting and claims advisory solutions. Strategic risk assessment and enterprise risk management. Superior global market leverage and global network. Track Record for Delivery of Results Client Example/Issue Identified: An inability to increase safety awareness without improved claim analytics and field accountability. It was clear that better utilization of Marsh s Risk Information Management Systems STARS was critical and that comprehensive data management improvements were ready to be made. Marsh Comprehensive Solution and Tangible Results Overall Opportunity for Improvement/ KPI Resources Engaged Strategy 12-month 24-month 36-month Tangible Results Improve Overall Risk Profile and Lower Cost by Improving Data Management STARS Marsh Risk Consulting (safety and claims) New claims coding procedures and TPA audit for better data analysis. Based on accurate data, benchmarking of operations in STARS and safety training targeted at key locations. 15% decrease in overall lost costs. Marsh Business Analytics SM New cost/claims allocation system introduced to increase accountability and drive safe behaviors. Total Savings from Compensation Solution $900,000 Cost to Implement Strategies $150,000 Return on Investment $750,000 5

7 Marsh 3D SM Client Dashboard: Capture, Measure, Update The Client Dashboard is the control panel for your Marsh 3D SM process. The Dashboard creates accountability and serves as a platform to ensure objectives are captured, measured, and updated as needed. It s where you and your Marsh team can monitor progress and see that your goals are being met. Every Client Dashboard is unique, but all are built on the same three principles that define Marsh 3D SM. DEFINE OPPORTUNITY DESIGN SOLUTIONS DELIVER WINNING RESULTS Example Company Client Dashboard: Maximizing Value in Risk Management 12-, 24-, and 36-Month Implementation Planning Key Risk Management Goals and Impact Critical Risk Management Goals and Objectives Reach all operations in a meaningful way: service strategies must be focused on helping ABC Company, Inc. maintain and improve safety while growing into a $5 billion organization by 2010 Ancillary operations outside of core scope must align with risk management platforms Financial Impact: TCOR as a Percentage of SG&A Key Performance Indicators Total cost of risk (TCOR) as a percentage of operating profit over time Risk management communication reach across field operations and corporate management Risk management administration as a percentage of sales, general and administration (SG&A) II. Design: Integrated Pre-Loss, Risk Finance and Post-Loss Solutions with Cost/Benefit Analysis Test Findings Design Options Existing Risk Drivers Risk Consequences Quantification Overall Benefit of Solutions Cost of Solutions Workplace safety Injury to employee $11.9MM $2.5MM $400,000 Weather/CAT events Property damage $1.1MM Premium stabilization $50,000 Related entity exposures GL/PD Uncovered loss Program development $25,000 Emerging Risk Drivers Risk Consequences Quantification Overall Benefit of Solutions Cost of Solutions Data breach Supply chain restoration Food borne illness Total Benefit of Solutions CyberRisk Business interruption Personal injury $2.5MM Total Cost of Solutions $475,000 Value Gap III. Deliver: Implementation Plan around Key Issues $2,025,000 Sales, General and Administrative Expenses (SG&A) Client Key Performance Indicators (KPIs) Program administration is 5% of SG&A Risk Management Goal Set Improved service efficiencies and new technology Contribution to Overall Impact on KPIs Reduce to 4% of SG&A I. Define: Build Understanding Key Deliverable: Gap Analysis of Existing and Emerging Risks Existing Risk Drivers Workplace Safety Weather / CAT Events Related Entity Exposures Emerging Risk Drivers Data Breach Supply Chain Restoration Food Borne Illness Among the Dashboard s features: Identifies a range of KPIs both financial and non-financial in support of your company's risk management strategies. Provides a high-level summary of risk management s impact on your KPIs and on total cost of risk. Highlights the value risk management has brought to your company s people, processes, and systems. Outlines and monitors critical initiatives. Summarizes costs and benefits associated with each pre-loss, risk finance, and post-loss solution. Reviews the top existing and emerging risk issues identified through Gap Analysis. Maintains a running, long-range calendar of your organization's strategic priorities. Continuously monitors progress toward goals. 6

8 Leadership, Knowledge, Solutions...Worldwide Marsh 1166 Avenue of the Americas New York, NY Marsh is the world leader in delivering insurance brokerage, risk management, and related advisory services and solutions to clients of all sizes across the United States and internationally. Marsh is an operating company of Marsh & McLennan Companies, Inc. (MMC). The MMC operating companies include Marsh, Mercer, Guy Carpenter, and the Oliver Wyman Group (including Lippincott and NERA Economic Consulting). The information contained in this publication provides only a general overview of subjects covered, is not intended to be taken as advice regarding any individual situation, and should not be relied upon as such. Insureds should consult their insurance and legal advisors regarding specific coverage issues. All insurance coverage is subject to the terms, conditions, and exclusions of the applicable individual policies. Marsh cannot provide any assurance that insurance can be obtained for any particular client or any particular risk. Statements concerning legal matters should be understood to be general observations based solely on our experience as insurance brokers and risk consultants and should not be relied upon as legal advice, which we are not authorized to provide. All such matters should be reviewed with the client s own qualified legal advisors in these areas. This document or any portion of the information it contains may not be copied or reproduced in any form without the permission of Marsh Inc., except that clients of any of MMC companies need not obtain such permission when using this report for their internal purposes so long as this page is included with all such copies or reproductions. Marsh is part of the family of MMC companies, including Guy Carpenter, Mercer, and the Oliver Wyman Group (including Lippincott and NERA Economic Consulting). Copyright 2010 Marsh Inc. All rights reserved. Compliance No. MA

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